March 8

MVP Moments: Excelling in Virtual Sales Presentations

Argue for your limitations and they are yours.

One of the most common limitations I hear salespeople argue for in virtual presentations is this:

"I cannot look at the camera and do a presentation or demo at the same time!"

For American football fans, it reminds me of Gisele’s famous remark about her then husband, NFL legend Tom Brady’s post-super bowl loss:

“My husband cannot f---ing throw the ball and catch the ball at the same time!”

But eye contact is as vital in sales as catching a ball is in football!  Making consistent direct eye contact is one of the fastest ways to build a relationship.  Eye contact conveys confidence, credibility, likability and interest in others.  Eye contact engages and re-engages audiences through the camera.  It makes prospects feel like they're part of a conversation - not on the receiving end of a monologue!

Just as history has proven Gisele wrong - as demonstrated by MVP Lamar Jackson during the Ravens-Chiefs playoff game, who threw and caught his own ball, thus avoiding a significant loss of yardage - sellers are also wrong in assuming it's all or nothing in terms of eye contact vs. slides/software.

Like Lamar Jackson, you too can prove the naysayers wrong and engage with your audience through great eye contact while presenting or demonstrating software, thus avoiding a huge loss in credibility and rapport.

Having worked with well over 500 sales and presales professionals last year who started out making an average of eye contact less than 1/3 of the meeting - And not using slides or SW. 

At the end of our training, those same sellers surprised themselves by making direct eye contact an average of 70% of the time – even while presenting slides or sw.

How?  By leveraging the skills and practice routines proven successful by an entire industry of on-camera professionals!

So the choice is yours. Cling to your limitations and stay on the sidelines, or defy limitations and be the MVP on your sales team. Nobody told Lamar Jackson he couldn’t do it, so don’t let the skeptics tell you, you can’t do it either.


You may also like

Leave a Reply

Your email address will not be published. Required fields are marked

This site uses Akismet to reduce spam. Learn how your comment data is processed.

{"email":"Email address invalid","url":"Website address invalid","required":"Required field missing"}